Glossary of Sales Terms

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A.I.D.A

Often pronounced as "Ayeeda" (pron - 'Ay-E-Da' ) - this mnemonic stands for - Attention, Interest, Desire, Action'.  These are the steps taken in sales and telemarketing to gain a reaction from the recipient.  These steps are in a progressive order - so first the aim is gain the prospect's Attention, through to producing a final Action such as an appointment or a sale.

Above the Line

In the world of sales and advertising, the spheres of influence are split in to 2 main categories.  The first is called "Above the Line" and is generally what most layman think of when they hear the word 'Advertising'.  Above the Line advertising includes - media press, cinema, television, radio, posters and all electronic versions of these.

Acronym

An 'Acronym' is made up of the first letter or letters of several words to make one word, that is easier to remember.  For example, in the IT industry they use the term WYSIWYG - which stands for What You See Is What You Get .  with the complexity of the modern age, an acronym can often become a common term that is much quicker to write or say than the entire set of words together.  Many people now know the term HTML when talking about the Internet, but who bothers saying "Hyper Text Mark-up Language' anymore?

Actual Case Sales

In order to gain a quantifiable idea of product sales - the term 'Actual Case Sales' is made.  Regardless of package size - this refers to the number of cases of product actually sold.

Advertorial

It's generally agreed in the world of advertising that Public Relations (PR) is more powerful than placing an advert.  PR in print generally means having editorial written about the subject.  When advertising and editorial merge - this is known as 'Advertorial'.   As PR editorial is generally considered to be about 8X more powerful than an advertisement, this blend can be a cost-effective halfway house between advertising and gaining editorial PR.

Alliteration

Word association often helps people to remember a sales message.  'Alliteration' achieves this by repeating the sound of the initial letter or consonant in two or more words or syllables together.  An example would be a sale of "Winter Woollies".

Artwork

They say a picture speaks a thousand words, hence why 'Artwork' can often be so important for marketing collateral.  'Artwork' is defined as a photo or illustration intended for reproduction.- this can include posters, advertisements, brochures, in fact all areas where pictures or illustrations are used.

Audio-Visual Aids

When giving a presentation, 'Audio-Visual Aids' means any support materials used for the presentation.  'Audio-Visual Aids' includes everything from MS Powerpoint slides through to handouts and background music - in effect, it includes any tool that helps the presentation.


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Tel. 0870 042 1263
Email: stephen@sl-freelance.co.uk
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